Market Development Principle Director
Job Description
About Accenture
Accenture is a global professional services company with leading capabilities in digital, cloud and security. Combining unmatched experience and specialized skills across more than 40 industries, we offer Strategy and Consulting, Technology and Operations services and Accenture Song—all powered by the world’s largest network of Advanced Technology and Intelligent Operations centers. Our 710,000 people deliver on the promise of technology and human ingenuity every day, serving clients in more than 120 countries. We embrace the power of change to create value and shared success for our clients, people, shareholders, partners and communities. Visit us at www.accenture.com.
Role: Market Development Principal Director
The Accenture-AWS Business Group (AABG) combines the resources, technical expertise, and industry knowledge of Accenture and AWS, all through a single team. The unique business relationship between Accenture and AWS brings clients our collective expertise, extensive experience and breakthrough innovations. This decade-long collaboration supports clients end-to-end securely and at scale, from strategy and ideation, to migration, to operation and run, all powered by AABG's joint investments in world-class accelerators, centers of excellence, industry-proven expertise, and digital skills.
To further scale Accenture’s AWS business, we are expanding the AABG Go-to-Market (GTM) team in South- East Asia (SEA). We are seeking Market Development Directors (MDD) to develop and grow our AABG business in SEA. The MDD will be responsible for originating and growing our AWS cloud business. The MDD will also be responsible for establishing relationships and creating effective collaboration between AWS Account Managers and Accenture Client Account Leads, build and execute new go-to-market (GTM) strategies and sales opportunities at jointly identified clients in the region. The role will focus on growing the sales and pipeline of Accenture’s AWS business through demand generation, origination and co-selling opportunities with AWS, and enablement of Accenture’s strategy to the field and account teams.
Responsibilities:
Account Planning and Demand Generation: Facilitate and execute demand generation activities – internal and joint enablement sessions, briefings and events to develop qualified pipelines.
Sales Origination: Conduct sales origination activities, including the execution of joint account planning sessions between Accenture and AWS to identify new opportunity areas. Execute on these opportunities alongside sales origination and sales capture teams.
Relationship Management: Maintain and develop AWS and Accenture executive and field sales level relationships to align teams and grow market share of Accenture-AWS collaborative business (co-sell), joint resolutions as well as to bring Accenture’s AABG strategy effectively to the field.
Education & Evangelism: Master Accenture’s AABG growth strategy. Align this strategy with regional business opportunities and evangelize key messages to the field. Educate both Accenture and AWS teams on GTM offerings, assets, and differentiators to increase win rates and grow sales.
Client Alignment & Field Engagement: Work across Accenture’s different entities and the sales organization to connect the right SMEs with the right opportunities, including Accenture Technology and Consulting teams to developing stronger strategies and the ability to execute successful sales cycles.
Pipeline Tracking & Reporting – Maintain ownership of the book of business (co-sell) between Accenture and AWS. Integrate this in to timely and accurate regional reporting for Accenture leaders.
Qualifications
Requirements:
At least 10-15 years’ experience in business growth and practice building in technology services
Proven track record of building credibility with clients and bringing in new business, delivering financial results
Strong knowledge of technology services and cloud transformation, and experience in selling/delivering solutions in the hyperscaler public clouds (AWS experience preferable, but not mandatory)
Strong key skills in strategic sales, account management, and strong executive presence
Team-oriented and self-starting individuals with the ability to form strong relationships and history of solutioning and selling Cloud solutions for customers
Able to travel overseas
Functional Role skills
Technology Services & Cloud Sales
Strategic Selling
Storytelling
Sales Enablement
Client & Partner Relationship Management
Entrepreneurial
Technical Role skills
Amazon Web Services (preferred, not mandatory)
Public Cloud
Infrastructure & Application Services
You will also have opportunities to hone your functional skills and expertise in an area of specialization. We offer a variety of formal and informal training programs at every level to help you acquire and build specialized skills faster. Learning takes place both on the job and through formal training conducted online, in the classroom, or in collaboration with teammates. The sheer variety of work we do, and the experience it offers, provide an unbeatable platform from which to build a career.
Accenture is an equal opportunities employer and welcomes applications from all sections of society and does not discriminate on grounds of race, religion or belief, ethnic or national origin, disability, age, citizenship, marital, domestic or civil partnership status, sexual orientation, gender identity, or any other basis as protected by applicable law.
